Salesman'S Way To Facilitate Orders

Everyone knows the importance of the time. Maybe a second later, maybe a car accident will not happen. Maybe a minute later, maybe the winning ball will be entered. The problem is, in the actual marketing work, I find that the first mistake that business people usually make is not to grasp the opportunity; or rather, they are rather slow and do not realize that the time has come and they have missed the chance of success.

Of course, creating opportunities is another realm.

Our common salesperson's response to leadership is: "the customer is very good, the strength is OK, the network can also be good, the credibility is very good, people are very sincere, we talked very well.

There should be a lot of opportunities. "

Let leaders get excited.

In fact, let him follow several more customers, he still said so.

Because he has missed the opportunity.

The mistake is that he takes the atmosphere of communication or negotiation with clients as a result.

Many salesmen are successful in catching up with customers, and even proud of their customers.

But it was easy to laugh. Maybe the customer laughed happily, and you left him an impression of being more affable. But the theme was not (or dare not) to pick it up. If there is no (or no courage) to make the decision to strike while the iron is hot, you will have to hope to talk again next time.

But the next time a client visits a business, or talks about a temporary rush out of business when he is in the middle, or he quarrels with his wife last night, most likely, your competitors have already made the first move.

To grasp the opportunity is to guide customers to talk about business themes. If you initially confirm that the interest points of customers are already there and the difference is just excitement, then you can use the method of throwing bricks and jade to induce customers to clearly tell their wishes and demands, and then reply within the scope of the policy.

If customers do not want to speak first, you can also take the initiative to attack, first spread the cards in principle, then negotiate one by one, maintaining a certain degree of flexibility, but the initiative of negotiation should be in their own hands.

In short, we should remember: we spend time, energy and money to visit our customers. We will have a purpose. The sweat of our business people is valuable. We must not go empty handed. Even if I go on this trip, I can only prove that I will never spend any time visiting this so-called customer again. It is also a success.

But in any case, we need a result. The result is now, not next time.

(the specific analysis is referred to in the third chapter of the salesperson training course).

In the specific atmosphere of commercial negotiation, to achieve the goal of negotiation in the plan, and now it is possible to succeed, we must choose the best entry point and make a breakthrough if we talk about it smoothly.

This is because customers' concerns are generally more, such as brand regional planning and protection, price policy of the channel, the amount of money laid out, refund policy, rebate, freight, return policy, advertising, promotion and so on. You may be happy to talk about this, and the customers have shown strong interest, but in the end, you are disappointed to find that the customer can not be determined to cooperate with you on the spot.

Why?

So we have to choose the right angle. This is not a simple matter. We must use Swart analysis tools to thoroughly analyze the comprehensive background of the client, so as to arrive at his strengths, weaknesses, threats and opportunities.

The so-called "angle" is to seize the opportunity point to talk about.

This chance point may be dominant, but the greater possibility is implicit, and the essence must be seen through appearances.

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1, the development of new customers should be calm.

Because of the initial cooperation and lack of in-depth understanding, the new customers are not enough to trust each other.

If there is a lack of comparison, if he starts with greater efforts, he may also form habitual dependence.

Take the payment settlement method as an example: if we insist on payment after the first payment, or cash on delivery, customers will be accustomed to cooperate with us in this way to reduce our capital turnover pressure and the risk of withdrawal of the goods.

Occasionally, in case of special request, he agrees to pay cash on delivery or postpone payment for several days. He feels that you have done him a great deal of gratitude.

However, if you relax at the beginning, you will be very busy with the rush payment. Obviously you are already very relaxed, but he will never thank you, but will only blame you, because you hate him, always urging him to ask for money.

2, the maintenance of old customers depends on circumstances.

Experienced and old businesses know that guest relations are too familiar and sometimes difficult to deal with, because he treats you as a friend and looks for you in every big or small business.

What should I do? Regular affairs can help him as much as possible, or how can he be called a friend? Sometimes, you should learn to play Tai Chi and push it to the higher authorities.

Of course, you must not be afraid of trouble, and strive to win policies and conditions for him. If you go beyond the routine, that is beyond your authority. It is right to increase your efforts appropriately. Otherwise, it will probably affect your confidence and influence your cooperation.

3, the development of potential customers must be locked.

Because old customers have long established a good foundation for cooperation, so long as he has potential, we must find ways to further expand or deepen cooperation.

According to the principles of marketing, the difficulty of developing new customers is 8 times that of old customers.

Therefore, the expansion is to urge him to add more products or new products to our company on the basis of the original cooperation projects. Deepening is to increase the investment of manpower and material resources, increase sales volume and raise the market share and enhance the popularity and reputation of the brand.

Of course, this is not a unilateral matter of customers, so we must also look at the market, select customers, and increase support.

For good customers, we need to take strong drugs to get instant results and play an exemplary role in setting up a model market and creating excellent customers.

The above three aspects are for reference only. We can not give a detailed explanation of some specific contents.

This is the only way to do a detailed analysis in the class in the course of the training.